Sanjeev

-- Sanjeev Kumar Dhadwal RELEVANT EXPERIENCE: • More than 20 years of Client Facing experience and adapt both at Account management & Ab Initio lead generation. • Extensive exposure to both Corporate and Government Sales [including Railways, Defence, DRDO Labs, State & Government Ministries and Home Land Security] • Brand building and augmentation. • Experience spanning multiple products, technologies and platform giving the advantage of “engaging” the audience at multiple levels. • Extensive experience in presentation making & delivering, solution white-boarding and making relevant solution approach documents. • Experienced in working with team based out of disparate geographical location [Home Office at Persistent] • Experienced in making customized proposals and tender participation • Proven experience and expertise in forging tie-ups • Structured and Matured approach making an ideal person to represent self and the company management. • Command [both oral & written] over English. • Devise and mitigate strategy aimed at achieving End results both for the company and self. • Strong Objection Mitigation skills. - Pages 6 - -- Sanjeev Kumar Dhadwal B. CORE COMPETENCE AREAS: CAREER ROLES TILL DATE • • • • • • • Member of Core Management Team Liaising and facilitation Solution sales with customer visits Strategic/Corporate and Business Planning Planning new initiatives to drive new business acquisitions Techno-commercial evaluation of proposals/tenders. Product demonstrations and customer training Business Partner Identification and tie-ups thereof Summary of Strengths: • Able to be thorough and detail focused with high ambiguity tolerance • Abilities in problem solving and conceptual thinking • Able to advise and influence others over complex issues • Able to translate complex technical concepts into business terms. • Able to effectively operate with high energy & flexibility in demanding market environment Business Skills: • Consultative approach resulting in keen awareness of customer perceptions • Strong presentation, Proposal making, negotiation and influencing skills • Excellent problem solving, with ability to work in a group/independently • Strong networking capability to relate with top-level group CEOs and managerial fraternity • Understanding technology as applicable to Business Environment Technologies and Solutions: Solutions: ERP. Jamming, Interception, Command and Control solutions for Defence and Homeland security market Infrastructure: Frame Relay based VPN, LAN and WAN Components and preliminary designs Concept: IT Facility Management, Audits [Network & Security], Extended Enterprise Integration, Supply Chain Management, SFA and Communication Networks Technologies: GIS/LIS & MIS, Enterprise Management Solutions, EAI [Extended Enterprise Integration] & ERP, SMTP & X.400 mailing Networks TECHNICAL QUALIFICATION B.Tech. [Electronics & Communication] from Regional Engineering College, Jalandhar 1991-95 batch TRAINING • Attended Essentials and Overview Sessions of Microsoft Business Solutions – Navision for orientation on the ERP concept and functionality • Attended a three days training on “Consultative Selling” PAPERS Delivered a Concept Paper and made a presentation at CSI [Allahabad Chapter] on “EAI : The Technology and its deliverables to the business Processes.” - Pages 6 - -- Sanjeev Kumar Dhadwal C. PROFESSIONAL EXPERIENCE June ’13 – Till Date: Working as a freelance Content writer and helping organisations in Sales & Marketing strategies & process, winning contracts, entrenchment in Government organizations, proposal & presentation making, office process & communication streamlining etc. Scaale Inc.: [June ’12 – May ‘13] Country Manager – Sales. The Company: Scaale Sales ties-up with Technology Companies from across the world and then launch them worldwide using their own presence in Developing countries. Key responsibilities: Handled the BD, Sales and Launch activities for MediaPOINTE – US [OEM for Digital Recording, Streaming and creation of AV Library] and WIN Learning – US [OEM into Skill Development space]. Business Development: • Identification of niche areas depending upon projects already executed in US. • Generating Traction with High Stake and High Visibility clients • Making specific sales and Business Plan • Using in-depth knowledge of our customer needs to suggest solutions to develop user relevant win-win solutions. • Preparing of response to tenders and streamlining technical team’s inputs in bids. • Ensuring generation and dissemination of required information. • Making and delivering Customized presentations Relationship Management: • Developing and maintaining strong executive relationships with clients, channels and the principals • Focusing on increasing customer & partner satisfaction targets through strong communication & relationship management skills resulting in cross and upselling. • Employing corporate, region, and partner resources to close opportunities Achievements: • Created Made inroads into High Visibility clients like IIT, Railways, Indian Army etc., resulting in an actionable pipeline in excess of $ 1 million. • Instrumental in creating opinion for the companies into opinion leaders like Planning Commission, NSDC etc. • Initiation of major traction at Indian Army for projects. Rolta India Ltd.: [May '10 – May ‘12] Executive Manager. The Company: Rolta is an Indian Multinational with Business Interest in Defence & Homeland Security Segment Key responsibilities: Business development in HLS, market dynamics monitoring, primary driver for business within named accounts, Forecasting and account/opportunity detailing, Work closely with Marketing and Technical teams for developing Business Strategies for the territory Business Development: • Identification of niche areas depending upon already executed projects. • Making specific sales and Business Plan - Pages 6 - -- Sanjeev Kumar Dhadwal • Using in-depth knowledge of our customer needs to suggest solutions to develop user relevant win-win solutions. • Preparing of response to tenders and streamlining technical team’s inputs in bids. • Ensuring generation and dissemination of required information. • Making and delivering Customized presentations Relationship Management: • Developing and maintaining strong executive relationships with clients, channels and the principals • Focusing on increasing customer & partner satisfaction targets through strong communication & relationship management skills resulting in cross and upselling. • Employing corporate, region, and partner resources to close opportunities Achievements: • Created Made inroads in the Hitherto untapped HLS clients like CRPF , BSF etc., resulting in an actionable pipeline in excess of Rs. 300 Crs. • Instrumental in creating opinion in the company to follow large national projects like CCTNS, NATGRID etc. • Initiation of major traction at Indian Railways for projects in excess of Rs. 250 Cr. Trident Information Systems Pvt. Ltd.: [Nov 08 till May '10] As Senior Sales Manager. The Company: Trident Information Systems Pvt. Ltd. [Trident] is a premier partner of MS & IBM and Services Company. The services include ERP [NAV], DR & Back-up Solutions [IBM, CA, Atempo], SDLC Tools & Services [IBM Rational, IBM Telelogic, hp Mercury etc.] , Collaborative Solutions [MS MOSS, IBM Quicker etc.] and CRM. Key responsibilities: Decision Making: • Key advisor to senior management and member of Core Management team for verticalisation and branding • Responsible for success and satisfaction of internal AND external customers and partners • Continuous identification and Analysis of emerging opportunities for suggesting Product/Solution verticalisation for future, in line with the core strengths of the Company Business Development: • Identification of niche areas depending upon already executed projects. • Making specific sales and Business Plan • Using in-depth knowledge of our customer needs to suggest solutions exceeding their expectations. • Developing user relevant win-win solutions. • Preparing of response to tenders and streamlining technical team’s inputs in bids. • Ensuring generation and dissemination of required information. • Making and delivering Customized presentations Relationship Management: • Developing and maintaining strong executive relationships with clients, channels and the principals • Focusing on increasing customer & partner satisfaction targets through strong communication & relationship management skills resulting in cross and upselling. • Employing corporate, region, and partner resources to close opportunities Achievements: • Instrumental in creating a vertical for the Education and a virtual sales team [channels] • Streamlined and Templatised all the collaterals for the company. - Pages 6 - -- Sanjeev Kumar Dhadwal • Setting up a network of Business Associates in key market to increase the reach. Adroitec Information Systems Ltd.: [Oct 06 to Nov 07] As Country Sales Manager - Geomatics The Company: Adroitec Information Systems Ltd. [Adroitec] is a Global Consultancy and Services company. The services include Geomatics [GIS, DIP, DP, AM/FM, and Enterprise Integration], MCAE Solutions [KBE, Manufacturing Detailing, Parametric Modeling, CNC Programming, Analysis and e Cataloging], Software Development & Customisation Services, AEC Solutions and product distribution. Key responsibilities: Decision Making: Business Development: Relationship Management: Achievements: • Instrumental in creating a vertical for the builders and a virtual sales team [channels] • In final stages of bagging a GIS & Decision support system for a large telecom operator in India. • Setting up a network of Business Associates in key market to increase the reach. SecCom Solutions Inc.: [Aug 03 till September 06] As Architect - Operations The Company: SecCom Solutions Inc. [SecCom] is into High End Tactical Electronic Products for Defence and Homeland Security Organisations. SecCom is representative/Distributor & servicing partner of World Leaders in their respective product categories. SecCom’s portfolio includes Jammers [Cellular & VIP Security], Command & Control Solutions [including digital Battlefield Management solutions] and Communication Interceptors [for Cellular, PSTN, Web-traffic including e-mail] Key responsibilities: Decision Making Sales & Business Development Relationship Management Achievements: • Instrumental in making client equity of SecCom in various Homeland Security Organisations [Including paramilitary, State police forces etc.] resulting in a prospect base in excess of USD 20 million. • Made brand equity of SecCom in the embassies of the countries whose Defence Contractors SecCom represents. SecCom getting necessary help from them for tie-ups. • Forged tie-up with a large US Defence Contractor [USD 20 billion company] for their Digital Battlefield Management solutions. • Management of principals has resulted in the ‘exclusivity’ in solution areas. • Setting up a network of Business Associates in key market to increase the reach Persistent eBusiness Solutions Pvt. Ltd.: - [Feb’02 till July’03] As Business Development Manager & Jun ’02 – July ’03 as Business Associate [Also associated with Navision for selling their ERP solution in this period] - Pages 6 - -- Sanjeev Kumar Dhadwal The Company: PeBS is a group company of Persistent System, [a PUNE based 100% EOU with system Software development working on the “off-shore development” model in the VLDB’s, OLAP Directories, Data migration etc]. PeBS is into EAI and Extended Enterprise Integration business space. Products and Solutions: XML based EAI platform ‘e2eConnect’. Integration solutions addressing the Business processes like Vendor Connect, Channel Connect, Sales Force Automation, Inventory tracking etc. Job Profile: PeBS had the concept of virtual office [single person operation] at locations other than Pune. The major responsibility is to develop new markets and generate Business with the purpose of creating “Brand and Product awareness” at respective locations. This includes: • Identify and qualify business solution opportunities • Developing and maintaining strong executive relationships with clients • Making data available to all the concerned persons in formats that help objective decisionmaking. • Discovering trends, patterns about customers’ preferences and behavior by analyzing these data. • Handling Pre-Sales, Engagement Management and Post Delivery Sales Activities • Preparing the Presentations, Solutions and drafting Commercial and Technical Proposal. Achievements: • Played instrumental role in brand creation Created brand and deliverable awareness among the top corporate like Bausch & Lomb, Ranbaxy, Gillette, Electrolux, Indian Railways, Whirlpool, Xerox, Canon, Escorts etc. • Bagged numerous Pilot Projects for Integration, providing launch pad for developing customized solution built around the e2econnect platform. Consulting Engineering Services [INDIA] Ltd.: [July’99 till Feb’02] Consultant [Business Development-IT related services] The Company: CES is an ISO: 9002 multidisciplinary Consultancy. The company has a formidable reputation for its excellent domain knowledge having 17 offices in India and 7 abroad. The Products and Solutions: Turnkey solutions including the Hardware Specking, Network Design [both for WAN & LAN], MIS & GIS Solutions. With the focus to make inroads into the large pool of business in selected fields in the Government Sector. The Job Profile: • Project Identification, identification of partners and appropriate technology to cater to the clients needs. • Participation in the Proposal making team for streamlining the proposal on the project requirements and/or the requirements as desired by the tender or the scope documents. • Visiting the concerned department & giving presentations including follow-up on the projects undertaken. Achievements: Forged strategic tie-ups with Compaq, Tata Elxsi, HCL Infosystems, Intellicon [Smartcard Application]. Aligned Retainers [for Orissa, HP, J&K and Punjab] resulting in increased market visibility both in terms of offerings and the Geographical spread. Global Electronic Commerce Services Ltd.: [Dec’95- June’99] As Industry Consultant - Pages 6 - -- Sanjeev Kumar Dhadwal The Company: GECS, now GTL, is one of the first companies to enter into the field of electronic messaging & Electronic Document Interchange [EDI]. With the opening of the ISP Licenses for private operators it became an ISP focusing on the B-to-B applications and net-based solutions. The Products and Solutions: VPN, EDI, SMTP, & X.400 mailing Wide Area Networks. The Job Profile: • Making document flow & communication flow reports of clients based on a study of their processes to identify the process flow leaks. • Suggesting a solution to plug the leaks [I personally made it a point to complement each proposal with a “Cost Benefit Analysis” to ascertain the benefits the client can derive] • Account Management to move the clients up the “Value – Chain” • Assisting the collections team in the collections from the clients. Achievements: Consistent performance resulting in orders like Rajdoot Paints, Fedders Lloyd, Nike, Jagsonpal Pharmaceuticals, Li & Fung and Triburg Special Mention: • Won ‘Best Team Member of the Week’ [twice] and ‘Team member of the Month’ awards at GECS for achieving outstanding sales within first six months of joining. • Owing to outstanding performance was given the challenge to develop the “Transport Vertical”. Bagged the orders of CONCOR, Geodis Overseas, OM Logistics and TCI PERSONAL DETAILS D.O.B. Marital Status Languages known Hobbies : : : : 9th of May 1972 Married Hindi, English and Punjabi Reading, Poetry, Cooking, Music, Socialising and Event Management REFERENCES To be provided on request - Pages 6 -